BASICS OF SALES

On my last blog I relayed some questions that should be answered so you can increase your dollar volume and sales income.

HOW CAN I INCREASE THE NUMBER OF PROSPECTS I SEE EACH WEEK?
Planning you itinerary in advance is a good start. This eliminates any anxiety you might have once you are in your territory and it tends to lessen any thought of being rushed.
(Refer to my blog dated September 16, 2009, The Importance of call sequence).

HOW CAN I INCREASE THE NUMBER OF CALLS I MAKE EACH WEEK?
This requires more common sense than thought. Being on time for appointments, not repeating yourself when it is not useful. Having your presentation planned. Knowing where you want to take your customer helps regulate your time so you can make more calls. Remember what is important: the law of averages dictates that the more calls you make the more business you should get.
( Refer to my blog dated September 11, 2009, Making user calls a tremendous way to increase sales.)

HOW CAN I LOWER THE TRAVEL TIME I SPEND BETWEEN CALLS?
Once again first and foremost: Planning. Some customers have to be seen on certain days and at certain times. There is no way to deviate from this. This must be adhered to. Anyone else you see should be seen according to the potential dollar volume that they will contribute and the frequency they demand as a customer. Use a map, break up your routes accordingly.

HOW CAN I DECREASE THE AMOUNT OF TIME I SPEND WAITING FOR CUSTOMERS?
Make appointments. Although appointments are made they can be affected by a multitude of factors. You must be on time and ready. Get right into things so your customer does not wander from your thought pattern and consequently you loose him temporarily. You then have to wait for him to come back to your thought pattern, thereby wasting time because you have to wait for him to get back on the same page as you.

HOW CAN I INCREASE THE THE AMOUNT OF PRESENTATIONS I GIVE FOR EACH INTERVIEW I OBTAINED?
Try to find out something about the people you are calling on in advance. Take note of the area. The looks of the office. The type of business the company is involved in. Anything that can help you interest them. All this helps you to plan a presentation that will be of interest to the customer.

HOW CAN I INCREASE THE NUMBER OF CLOSES I GET IN RELATION TO THE NUMBER OF PRESENTATIONS I GIVE?
Practice your selling skills. Close early and often. Do not be afraid to ask for the order. Practice closing techniques. If you are not closing sales you are failing. A sales story is just that, a story until you close.

HOW CAN I INCREASE THE DOLLAR VALUE FOR EACH MINUTE OF MY SELLING TIME?
Sell higher priced merchandise in greater quantities by reviewing your line to fit his needs.

HOW CAN I INCREASE THE NUMBER OF REPEAT SALES I MAKE ?
Increase the number of calls to existing customers. Increase the frequency of calls to these existing customers. Increase your base.
(Refer to my blog dated July 22, 2009-Where to go to increase sales).

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tipS

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